It is rare in these times to meet consistently exceptional sales people.
According to statistics recently presented in Sales and Marketing Management magazine, 80% of successful sales are credited to only 20% of the entire sales team. This indicates a serious issue in the area of appointing the right people in the sales profession.
The myth around great sales people having or knowing something very different to the rest of the team still exists.
Sales people often tell me that this person is a ‘natural salesperson…’ or that person is …’more of a salesperson than I am!’
Mostly, when I meet these natural sales people, and analyse their results, there is not a great deal of difference between their results and those who have put them on a pedestal.
In their assessment of these naturals they seem to have conflated charisma and the ability to develop strong rapport to create opportunities with the ability to sell consistently at acceptable margins.
The idea that certain types are naturally better sales people than others doesn’t stand up to scrutiny. Once the sales team is equipped with a certain perspective about what a sale is and why a buyer buys, all of them can be highly effective in delivering good quality revenue for your business.
We are made to sell, it is how we exist and survive. We sell all the time, in and out of work. The same skills, used over and over again, honed and refined over a lifetime.
I believe there are two critical dimensions of sales success.
We simply need to realise that there is an unbreakable correlation between integrity and the extent to which a sales person wants a customer to succeed, and the ability to sell consistently at high margins.
So, let’s stop worrying about who is a natural sales person and who is more of a sales person than another.
It is a myth.
Let’s stop trying to find the holy grail of sales and placing unrealistic expectations on the shoulders of sales people. Let’s stop employing sales people on the strength of their extrovert personalities.
Instead, lets just do this:
This person will consistently out perform their peers, even the ‘naturals’.
Make sure they plan their work and work their plan.
Then watch them soar.
You start a business with a great idea and a lot of passion and excitement. You package your idea into a product or s